This article looks at how to best communicate the benefits of CRM to your sales force.
According to the best research I can find, roughly two-thirds of Customer Relationship Management (CRM) implementations fail. How can this be? After so many years, why haven’t sales leaders and CRM vendors figured this out?
On days when my patience is running short, my list of three CRM-Killers consists of resistance to change, intellectual laziness and fear of being exposed as not quite the sales superstar everybody thinks I am. On one level, this is right on target, and as a member of a sales team, you’ll be well-served to keep this 2X4 upside the head”style list in mind.
At a more pragmatic level, though, it’s more helpful to think in terms of …
How to Counter Objections to CRM
This article looks at how to best communicate the benefits of CRM to your sales force.
According to the best research I can find, roughly two-thirds of Customer Relationship Management (CRM) implementations fail. How can this be? After so many years, why haven’t sales leaders and CRM vendors figured this out?
On days when my patience is running short, my list of three CRM-Killers consists of resistance to change, intellectual laziness and fear of being exposed as not quite the sales superstar everybody thinks I am. On one level, this is right on target, and as a member of a sales team, you’ll be well-served to keep this 2X4 upside the head”style list in mind.
At a more pragmatic level, though, it’s more helpful to think in terms of …
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